Partner programs, app marketplaces, professional bodies and the buying committee inside the firm — how software gets recommended, resold and adopted through the channel rather than sold around it.
The partner isn't always the buyer, and the person who loves your demo often can't approve anything. The five roles in an accounting firm's buying committee, who kills deals quietly, and how to sell to all of them.
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Metered APIs and absorbed categories are pushing app founders to look further afield. Nine ecosystems worth building into, and the five categories to stop building.
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A marketplace listing is a shelf, not a channel. How the Xero, QuickBooks, Sage and MYOB app stores actually drive installs — ranking factors, reviews, integration depth and the co-marketing that follows.
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Referral or reseller? What margin actually motivates a firm? When should a partner graduate a tier? A practical guide to building a partner program that accounting firms will actually join — and stay in.
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ACCA, ICB, ICAEW, CPA and CA ANZ are the trust layer of the accounting market, and most vendors approach them completely wrong. What they want, and what they will never do.
Read More →Teardowns, plays and channel intel from inside accounting tech — the stuff we'd normally only share with clients. No fluff.